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This paper is a qualitative market segment research of an existing product combination for monitoring blood glucose values of diabetic people with a cellular network connected device with cloud application on reporting and analysis. Research attempts to answer to four main questions. What are the current and future technological requirements from glucose measurement devices, services and diabetes home care solutions? Which specific groups of customers or other stakeholders in assisted living or care of elderly people would be gaining the most advantage in using new generation of cloud connected glucose meters? Who are the decision makers responsible of procurement of these products in Finland and what are the best means and arguments to positively influence purchasing of certain product or service? What type of effect do the recent and upcoming changes in legislation and operating environment have in the business?

The questions are previously unanswered, because such devices and services have only been in the market for a short time and the changes in the operational environment have just recently emerged. In this paper, ten theme interviews are presented in which the problematics relating to these questions are being discussed. With opinions of participants from every side of the industry, this work covers most of the likely viewpoints that can be considered regarding the topic area. Old and new action model for measuring glucose are presented to visualize the differences in the methods, distribution of information and failure possibilities involved. Healthcare, legislative, state organizational and technological aspects are considered as part of the study.

This work concludes to suggesting some sub-segments of most advisable target groups and pointing out main influencers in decision making for purchases. Technical and integration requirements regarding also the current and future operational environment are presented. Certain marketing strategies are recommended with a few specific sales arguments.